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Archived teaching schedules 2014–2015
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KATASA13 Asian Business Cultures and Negotiation Styles 5 ECTS
Period I Period II Period II Period IV
Language of instruction
Type or level of studies
Intermediate studies
Course unit descriptions in the curriculum
Degree Programme in Business Studies
School of Management

Learning outcomes

The objective of the course is to prepare the students to recognize the characteristics
of Asia’s main business cultures, religions and philosophies and to understand how
negotiation strategies vary with the differences in negotiation contexts, number of
parties, visibility, form, substance, styles and structures.

General description

The course will develop the participants to add their knowledge and skills and learn
the techniques used in the stages of the Asian negotiation process comprising
planning, opening, arguing, signalling, proposing, bargaining, packaging, closing
and sealing as well as to recognize the use of negotiation tactics. Accordingly, the
course will help to develop each one’s own negotiation styles.

Enrolment for University Studies

Enrolment time has expired


Jukka Lahtinen, Teacher responsible
Anne Kastarinen, Contact person

Homepage URL


12-Jan-2015 – 27-Jan-2015
Lectures 20 hours
Mon 12-Jan-2015 - 26-Jan-2015 weekly at 17-21, Pinni B1096
Tue 13-Jan-2015 - 27-Jan-2015 weekly at 17-21, Pinni B1096
20-Jan-2015 at 17 –21 , Pinni A, Paavo Koli -sali

Evaluation criteria

1 Lectures and exercises 20 h.
2 Project Work, written in a group of 3-4 students.

Study materials

1 Holloman Dave M.: China Catalyst. Powering Global Growth by
Reaching the Fastest Growing Consumer Markets in the World.
John Wiley & Sons, Inc., USA 2013.
2 Silverstein Michael J.–Singhi Abheek–Liao Carol–Michael David:
The 10 USD Trillion Prize. Captivating the Newly Affluent in China
and India.
Harvard Business Review Press, USA 2012.
3 Morgan, Morry: Selling Big to China. Negotiating Principles for the
World’s Largest Market.
John Wiley & Sons (Asia) Pte. Ltd., Singapore 2010.
4 Journals and other materials, informed by the lecturer.